Scratch Financial (“Scratch”) is a late stage venture-backed financial technology business based in Pasadena, California. At Scratch, everything starts and ends with our mission: being the payment partner of choice for veterinary practices and helping pet parents access the care their animals need without financial barriers. Driven by our award-winning technology, Scratch has become the fastest growing financing provider in veterinary care, with a partner network of 15,000+ practices across the U.S. and Canada.
Scratch has 2 main products:
- Scratch Pay: Point-of-sale client facing lending, including a BNPL offering and longer-term payment plans
- Scratch Checkout: Payment processing that is integrated with the veterinary practice management software
We are a company built on the foundation of transforming the way pet healthcare payments are done, and we are looking for innovators who share our commitment to shaping the future of veterinary care financing. If putting compassion first, helping tell the story of groundbreaking products and continuously learning & refining to achieve exceptional outcomes sounds like you, then we encourage you to apply.
Scratch is hiring a Sales Development Manager to drive early engagement with our Scratch Checkout payment processing solution. The ideal candidate for this role should be hyper-focused on team development and enablement, experienced in building high-performing teams and energized about the role that exceptional financial technology solutions can play in improving healthcare.
What You'll Do- Reporting to Scratch’s Director of Sales, this role will be responsible for leading a team of Sales Development Representatives, focused on early customer outreach and engagement with the goal of developing a strong pipeline of high-quality demos in partnership with our team of Account Executives.
- Implement scalable outreach strategies, leveraging phone and email touchpoints to maximize engagement across outbound prospects.
- Establish clear KPIs and performance standards, utilizing data and call reviews to assess SDR effectiveness and identify coaching opportunities.
- Partner closely with Account Executives to align on ICP, outreach priorities, lead handoff process, and overall pipeline generation strategy.
- Collaborate with RevOps, Product, and Marketing to improve lead flow quality, conversion rates, and CRM hygiene across the SDR funnel.
- Launch and manage a structured onboarding and continuous development program for SDRs to accelerate ramp time and support long-term career progression.
- Run weekly team meetings and pipeline reviews, fostering an accountable, collaborative, and competitive team culture.
- Hop into player/coach mode when business needs require it.
- Regularly report on SDR performance metrics, pipeline health, and demo contribution to broader sales leadership and stakeholders.
- Identify process gaps, tooling needs, and automation opportunities to increase efficiency and productivity.
- Extensive knowledge and understanding of business development strategies and best practices.
- Experience in identifying and cultivating strategic partnerships and opportunities for business expansion.
- Results-orientation with a demonstrated commitment to achieving and exceeding business objectives.
- A track record of delivering measurable business outcomes and driving revenue growth - ability to hop in as a player/coach when needed to hit team goals.
- Ability to effectively communicate the value proposition of our financial technology solutions to healthcare professionals and other target audiences.
- Strong analytical skills to assess market trends, competitor activities, and customer needs to inform strategic decisions.
- Continuous learning mindset and a passion for teaching others.
- Minimum of 5 years of sales experience with 2+ years leading high-performing business development teams.
- Ability to work collaboratively in cross-functional teams
- Excellent problem-solving skills and attention to detail.
- Experience working in a matrixed organization structure is a plus.
- Experience working in FinTech, HCIT or similarly regulated industries preferred.
What You Can Expect From Our Process
While these steps may vary slightly from role to role, we aim for a well-rounded interview approach for all involved.
- A quick chat with People Ops (HR): To ensure logistics and team fit make sense from both sides.
- Hiring Manager Interview: To dive deeper into your experience, fit for the role, and answer any questions you have about the team.
- Panel Style Interview/Presentation or Live Coding (Tech roles): A practical exercise to showcase your skills and approach with a cross-functional panel.
- Executive-Level Interviews & Reference Checks: A chance for you to meet our leaders, discuss big-picture alignment, and introduce us to your professional references.
- In-Person Connection: We include an in-person visit at our Pasadena HQ, either as a final interview step or during your first week of onboarding, so we can connect face-to-face right from the start!
- Competitive base salary ranging from $120,000 - $140,000 and OTE of $160,000 - $180,000 + equity
While Scratch supports remote work for most roles, we believe the secret sauce to our team culture is meaningful connection and close collaboration. For those nearby or visiting, our Pasadena office is fully open and stocked with snacks and drinks for hybrid work. We also bring the whole company together each year for Hub Day, our annual onsite where everyone gathers in person to bond, align, and celebrate our wins together!
Alongside our collaborative team environment, we offer unlimited PTO, covered healthcare, flex benefits, 401(k) matching, cell plan reimbursement, monthly recognition opportunities, continuous learning resources, an equity retention program, and generous parental leave!
How to ApplyReady to join our team? To apply, please visit our Scratch Careers Page. Be sure to:
- Submit your resume.
- Answer the custom questions provided.
- Feel free to add any additional information or documents you believe are relevant to your application.
We look forward to reviewing your application!
*Our team will ONLY contact you from the domain @scratchpay.com or @ats.rippling.com
Our CommitmentWe’re innovators who care deeply about the lives of pets, their owners, and veterinary professionals. We believe diversity strengthens our team and drives better solutions.
Scratch is committed to diversity in its workforce and is proud to be an equal opportunity employer. Scratch considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.
Skills Required
- Extensive knowledge of business development strategies and best practices
- Experience identifying and cultivating strategic partnerships and business expansion opportunities
- Demonstrated results orientation and commitment to achieving or exceeding business objectives
- Track record of measurable business outcomes and revenue growth
- Ability to work as a player-coach when needed to achieve team goals
- Ability to communicate the value proposition of financial technology solutions to healthcare professionals and other target audiences
- Strong analytical skills for assessing market trends, competitors, and customer needs
- Continuous learning mindset and passion for teaching others
- Minimum 5 years of sales experience
- At least 2 years leading high-performing business development teams
- Ability to collaborate effectively in cross-functional teams
- Excellent problem-solving skills and attention to detail
- Experience working in a matrixed organization
- Experience in FinTech, HCIT, or similarly regulated industries
What the Team is Saying
Scratch Financial Compensation & Benefits Highlights
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Healthcare Strength — Employee-facing materials consistently describe comprehensive medical, dental, and vision coverage along with mental health support, disability/life insurance, and transgender healthcare. Feedback suggests this breadth of coverage is a notable pillar of the total package.
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Parental & Family Support — Benefits descriptions reference generous paid parental leave, with multiple sources noting structured paid time off for new parents and return-to-work support. Feedback suggests these family policies stand out relative to typical startup offerings.
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Leave & Time Off Breadth — Offerings prominently feature unlimited PTO alongside paid holidays and other leave types, paired with remote-first flexibility. Feedback suggests the breadth of time off is a key element of the package.
Scratch Financial Insights
What We Do
Scratch Financial is a veterinary fintech company on a mission to make pet care more accessible and help veterinary practices grow. More than 19,000 veterinary practices across the U.S. and Canada use Scratch to offer flexible payment options and simplify how they get paid. Our products are built to make veterinary care easier for everyone. Scratch Pay™ gives pet owners simple, transparent payment plans so they can say yes to the care their pets need. Scratch Checkout™ makes payment processing a breeze for veterinary practices, so their teams can focus on what they love: caring for animals. Behind those products is a team of engineers, designers, data scientists, marketers, sales and support specialists, and finance and compliance experts. Many of us are pet parents ourselves, and we see the impact of our work every time a family doesn't have to choose between their budget and their pet's health. We're headquartered in Pasadena, California, with team members across the world. We're always looking for motivated, talented people who care about the work as much as the outcome. If you want to build technology that makes veterinary care better for vets, pets, and everyone in between, we'd love to meet you.
Why Work With Us
Every day, our work helps a family say yes to care for their pet. That purpose shapes how we work: we welcome feedback, help each other succeed beyond our job titles, and roll up our sleeves to get things done. Managers coach rather than dictate, and employees take on real ownership of a mission that matters.
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Scratch Financial Offices
Remote Workspace
Employees work remotely.
Scratch is a remote-friendly company - we currently have Scratchers in 15+ countries worldwide! If going into the office is your jam, we do have an office in Pasadena, CA for folks who desire a hybrid model.
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